Vantrell Software / BG-Demo – Negotiation
Callcompleted
Vantrell Software · 10 Jun 2024 12:00
Vantrell's CFO challenged the Starter implementation fee. BG-Demo held it and offered a two-year term at a lower subscription with an extra connector in year two. Hugh Firth said it works, and an order form was to follow.
What was said
What this says
As at Fri 9 Oct 2026Vantrell's CFO challenged the Starter implementation fee. BG-Demo held it and offered a two-year term at a lower subscription with an extra connector in year two. Hugh Firth said it works, and an order form was to follow.
What happened: Asif Jagger asked whether the six thousand implementation fee could come down. Tom Ashdown held it as fixed, and Owen Tallis offered a two-year commitment instead.
Commercial: Two years at seventeen five per year, against list at nineteen five for one year, saving about four thousand over the term. Discounts are first term only, so the price rises at renewal. An extra connector in year two was added to close.
Customer view: Finance led the questions and Hugh Firth said the package works for them. Bryony Gilchrist asked for a couple of days to review the order form.
Watch: The evidence does not show the order form being signed. The year two connector is a commitment BG-Demo must honour in the executed paper.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Tom Ashdown to send the two-year order form with the year two connector to Asif Jagger and Bryony Gilchrist.
- Tom Ashdown to touch base early the following week to close signature.
Risks
As at Fri 9 Oct 2026- The two-year discount is first term only, so the price steps up at renewal and the CFO may see that as a rise.
- The free year two connector is a verbal concession that must appear in the order form.
Opportunities
As at Fri 9 Oct 2026- A two-year Starter commitment secures the subscription for longer than the usual annual term.
- The extra connector in year two shows the customer expects to deepen use of the brain.
Transcript
Tom AshdownRight, thanks for joining. Owen's here from our side, Owen's the VP Sales. Asif, Bryony, Hugh, thanks for making the time. So we're close on this deal and I wanted to make sure we've got everyone on the same page, especially on the financial side.
Asif JaggerThanks. I do have a question on the implementation fee. Is there any negotiation there?
Owen TallisWhat's the ask?- Asif JaggerWell, the six thousand feels steep for the first year cost. I was wondering if it could come down.
- Tom AshdownThe implementation fee is fixed. It's our standard Starter implementation cost. It's not really something we negotiate on.
- Owen TallisBut I'll tell you what we can do. If you're willing to commit to two years rather than one, we can discount the annual subscription. We could do the first two years at seventeen and a half instead of nineteen and a half. That saves you about four thousand over the two years.
Bryony GilchristThat's helpful. What about if we commit to certain usage levels?- Owen TallisWe don't typically tie pricing to usage. We bill based on the tier and the connectors. Usage is unlimited within your tier.
Hugh FirthCan I understand what the four thousand saving breaks down to?- Owen TallisSo standard Starter is nineteen five per year. We'd do two years at seventeen five per year. That's two thousand per year, so four thousand over two years.
- Asif JaggerRight. And if we want to stay on one year, what's the best you can do?
- Tom AshdownThe list price for Starter is nineteen five. If you come off the two-year deal, we're at list price, no discount.
- Bryony GilchristSo it's really a choice: two years at seventeen five or one year at nineteen five.
- Owen TallisExactly.
- Asif JaggerLet me ask this differently. If we go with two years at seventeen five, can we add an extra connector at no additional cost in year two?
- Tom AshdownWe could do that actually. Let me check with Owen.
- Owen TallisYeah, no drama. If you commit to two years at seventeen five, we'll throw in an extra connector in year two.
- Hugh FirthI think that works for us. What happens next?
- Tom AshdownWe draw up an order form with the two-year term, the price, the extra connector in year two, and you sign it. Once we've got signatures, we kick off implementation.
- Asif JaggerOkay. When can we expect that?
- Tom AshdownI'll put it together this afternoon and send it to you. You and Bryony can review it and come back to me if you've got questions.
- Bryony GilchristWe'll probably need a couple of days.
- Tom AshdownNo worries. I'll send it over and we'll touch base early next week. Cheers, everyone.